Sales Marketing Manager

1. ROLE PURPOSE

The Sales & Marketing Manager (SMD-01) is responsible for leading Brilliant's end-to-end sales engine and delivering ₹18 Crore annual revenue across all business verticals:

1. WMS – WAREHOUSE MANAHEMENT SYSTEM

2. AMS - ASSET MANAGEMENT SYSTEM

3. RFID Solutions.

4. Factory Automation (FAS / MES)

5. Pick-to-Light (PTL) Hardware

6. iPark Smart Parking

7. Custom Software Solutions

This role drives strategy, pipeline generation, channel expansion, enterprise sales, marketing, branding, forecasting, and overall P&L performance for the sales organization.

2. KEY RESPONSIBILITIES

A. Revenue & Business Growth· Own annual revenue target of ₹18 Crore.

· Create yearly, quarterly, and monthly sales plans and GTM strategies.

· Maintain a minimum 3X pipeline (₹54 Cr) across direct, channel, OEM, and inbound sources.

· Drive margin-positive sales ensuring ≥30% gross margin.

B. Leadership & Team Management· Lead a cross-functional team: Channel Sales, Direct Sales, Pre-Sales, Marketing, and Sales Executives.

· Conduct weekly/monthly performance and funnel reviews.

· Drive a culture of accountability, discipline, and CRM hygiene.

· Recruit, train, mentor, and develop sales resources.

C. Channel & Partner Ecosystem· Build and scale partner networks across India, GCC, UK & APAC.

· Ensure minimum 12+ active partners and 8 new partners annually.

· Manage OEM alliances (Delta, Zebra, Anywire, Banner, AIOI, Siemens ecosystem partners).

· Review partner pipeline, deal support, and incentive programs.

D. Direct Enterprise Sales· Support DSM team in large enterprise deals.

· Participate and lead high-value negotiations.

· Manage enterprise accounts in Manufacturing, FMCG, Retail, Auto, and Logistics sectors.

· Ensure efficient RFP handling, BOQ approvals, and technical-commercial validations.

E. Marketing & Branding· Oversee digital marketing, product marketing, events, webinars, and content creation.

· Ensure a steady inbound lead flow with monthly campaigns, posts, videos, and case studies.

· Strengthen Brilliant's brand positioning across India & GCC.

· Collaborate with marketing to build category-specific GTM content.

F. Process Excellence & Reporting· Ensure complete CRM accuracy (Zoho CRM).

· Weekly funnel review + monthly forecast review.

· Prepare sales dashboards & board-level reporting.

· Define sales processes, templates, SOPs, pricing frameworks.

G. Cross-Functional Coordination· Work closely with Operations, Delivery, and Product Teams for:

o Deployment readiness

o Technical evaluations

o Customer onboarding

o Solution feasibility

o After-sales relationships

1. KEY PERFORMANCE INDICATORS (KPIs)

Target Annual Revenue

Sales Revenue Target ₹18 Cr

Sales Pipeline ₹54 Cr (3X)

Channel Sales Contribution ₹9.9

CrDirect Sales Contribution ₹6.3 Cr

Renewals/Upsell ₹1.8

CrGross Margin≥ 30%

Win Rate≥ 25%

Forecast Accuracy ≥85%

Partner Activation 12+

active partnersNew Partners/Year 8 4.

REQUIRED SKILLS & COMPETENCIESTechnical & Functional Skills· Strong understanding of WMS, RFID, MES, IoT, Automation, PLC/HMI, or enterprise SaaS.

· Experience in Channel Sales & Enterprise Sales.

· Strong pricing, solution mapping, BOQ assessment, and proposal review.

· Hands-on familiarity with Zoho CRM / HubSpot / Salesforce.

Leadership Skills· Ability to build and scale high-performance teams.

· Strong decision-making and ownership mindset.

· Excellent presentation & communication skills.

Business Skills· Strong analytical & forecasting capability.

· Negotiation & closure mastery.

· Business planning & strategy development.

· Partner relationship management.

Behavioural Competencies· High accountability

· Strategic thinker

· Execution-driven

· Strong ethical standards

· Fast learner, adaptable, and proactive

1. QUALIFICATION & EXPERIENCEEducation· MBA (Sales/Marketing/Strategy preferred)

· B.E / B.Tech (optional but preferred for technical industries)

Experience· 8–15 years in Sales & Marketing

Experience in:

Industrial Automation

SaaS / WMS / IoT

Enterprise B2B

Global partner/channel-driven sales

Job Types: Full-time, Permanent

Pay: ₹64, ₹100,000.00 per month

Benefits:

• Cell phone reimbursement
• Internet reimbursement
• Provident Fund

Ability to commute/relocate:

• Pune, Maharashtra: Reliably commute or planning to relocate before starting work (Preferred)

Education:

• Master's (Preferred)

Experience:

• Sales: 10 years (Required)

Language:

• English (Required)

Work Location: In person